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What does selling and communication have in common? Connection. Business communication expert, Glenn Michael Milliet talks about how to be an expert in communication. Entrepreneurs are used to being around people everyday, but in order to keep the business rolling, they need to do more than just “sell.” Glenn shares the vital “Billion-Dollar Question” that can spark an influx into your bank account. Not everybody can speak like Martin Luther King Jr. or Abraham Lincoln, but anybody can have a shot in making a legendary imprint in someone’s life. Before jumping in to your next appointment, learn what communication really, truly is and how you can be more effective at it.

 

“The definition and the purpose of communication is to connect; if you’ve not connected, nothing’s going to happen.” –Glenn Michael Milliet

 

Highlights:

00:01 The Communication Talk
04:48 That Missing Piece
12:52 The 100% Guaranteed Winning Bet
14:20 The Billion-Dollar Question
19:14 How to be an Expert Communicator
25:43 The Right Order of Communication
28:57 Don’t Aim for Success; Aim for Significance

 

[bctt tweet=”Communication is not measured by the number of words you speak; rather, the number of hearts you reach. @arlene_gale sits down with @BizCommExpert on how to scale your business by becoming a #masterofcommunication #Listenfirst #selling #effectiveapproaches #emotionalconnection #solutionprovider #significant #beIncredible” username=””]

 

Resources

Glenn Micheal Milliet’s Free Offer
Email Glenn for a 20-Minute Risk-Free, Complimentary, NO Obligation Consulting Call

Quotes:

“What we do technically is a given… You got to have that. It’s the ability to communicate successfully- because that ability to communicate successfully is the most influential, persuasive and powerful skill that one has in their business.” –Glenn Michael Milliet

“Communication is not a monologue, it is a dialogue.” –Glenn Michael Milliet

 “When one can communicate successfully, there’s no need to sell.” –Glenn Michael Milliet

 “Every situation is a selling situation.” –Glenn Michael Milliet

“Selling is the transfer of emotion… And the emotion we transfer to when we spend money and our time is our own perception of what is going to make ‘me’ happy.” –Glenn Michael Milliet

“Success is easy with powerful communication.” –Glenn Michael Milliet

“You speak words, but the listener receives an image. And in the conversation and communication, it is important that you periodically check back to make sure that the listener is still traveling with you.” –Glenn Michael Milliet

“Words are so powerful. Words have the ability to strike like the fist of a fighter or to stroke like the hand of a lover. So we have to use words that are magnetic and incredible.” –Glenn Michael Milliet

“Listen, first; speak, second.” –Glenn Michael Milliet

“The definition and the purpose of communication is to connect; if you’ve not connected, nothing’s going to happen.” –Glenn Michael Milliet

“Connection is not an assumption. It’s something that you can verify as a fact.” –Arlene Gale

“It is more important to be significant than it is to be successful. Successful is what one does for themselves; significance is what you do for everyone else. Success is an event; significance is a lifestyle.” –Glenn Michael Milliet

“Don’t work for the money, work for the results.” –Glenn Michael Milliet

 “It’s not your product or service that’s going to make you money. It’s your ability to communicate and connect with that client.” –Glenn Michael Milliet

 

Meet Glenn:

Effective communication is the heart of every business, without it the business dies. Glenn Michael Milliet was taught through experience how significant communication is in every entrepreneurial journey. As a Business Communication Expert, Master Educator, and Professional Speaker, Glenn has already worked with thousands of global business professionals and countless entrepreneurs grow their business through improved communication skills. His successful business and 97% closure ratio proves the truthfulness of what he speaks. He’s still out to change how communication is delivered as he continues to lead others in discovering the power of making connections as opposed to simply firing out in desperation. 

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Transcription:

Arlene Gale: The theme today is communication. I wonder, have you ever felt talked at, or talked to? Some people might call that lectured. Have you ever been lectured instead of talked WITH? Because isn’t being part of the conversation, being within that conversation really what you want and other people want when it comes to mastering communication?

Many people misunderstand what communication skills really are, and there are a lot of myths about effective communication. I remember back from the “good old days” when I was in school, many, many, many, many, many, many, too many years ago that I can’t even give you a date, but what I learned is the textbook definition of communication, which is: it’s a two way street that involves listening and talking, and talking and listening. It’s a back and forth, and there’s some sort of response that has to happen in order to show that there’s understanding or receipt of the message. I think sometimes we get so busy that we don’t always wait for that listening part to happen, we just make certain assumptions. 

Did you ever stand about a foot apart from somebody and you look them in the eye, and you say what you have to say, and they smile, and they nod, and you think, yeah, we got this, they heard me? Despite the fact that this other person never really did say a word, they just smiled and nodded. There was no verbal agreement, but again, you make assumptions based on the body language. Then about a day, or two, or even a week later, you realize there was no connection. There was no communication because that person went ahead and did what you asked them not to do. And then, you might even say, but “We had this discussion, why did you do that? You knew how I felt about it.” And again, they look at you and they smile, and they nod, and they’re not getting it, they didn’t hear a word you had to say. Well, that’s a communication fail!!!!

Good communication is a very powerful tool that can be used to enhance relationships personally and professionally. But if it’s not good and we miss those cues, then that’s poor communication, it hurts relationships. And again, it doesn’t matter if you’re talking personally or professionally. And in business communication skills are extremely important because if you don’t have good communication skills, you make your job harder, and it also becomes harder to get and keep customers, and even get and keep good employees. Ultimately, a lack of good communication skills in a business could cost the owner of the business.

Fortunately for us today, we have a fabulous guest who is the business communication expert, and he’s going to talk to us about the myths and misconceptions that many of us have in business communication, and maybe if we’re really lucky, he’s going to give us some tools, and tips, and tricks that we can implement. My guest today is Glenn Michael Milliet. He has worked with thousands of global business professionals including Procter & Gamble, Paul Mitchell, and Zodos International. His expertise is in helping clients with improving communication skills and eliminating the fear of speaking. Glenn credits his business success and his 97% closure ratio. Now that’s worth repeating, a 97% closure ratio to communicate, to connect business strategy. Glenn now concentrates his energy on coaching entrepreneurial startups to industry giants by delivering powerful communication, branding, and presentation skills that improve clients and team relationships. He helps increase sales and revenue, target high value clients, and create niche market dominance. So please help me welcome my guest, Glenn Michael Milliet .

Glenn Michael Milliet: Good morning.

Arlene Gale: Hey, I like that. Yey, your last name is a celebration.

Glenn Michael Milliet: Nah, I’d like to think so. That sounds great to me, I’m going to use that. Thank you so much (laughs).

Arlene Gale: (laughs) Wow. You know with all the things that you do, I’m almost concerned about where do I start, because I don’t want to miss any of your brilliance, but let’s start with this. When did you first realize how important great business communications skills are?

Glenn Michael Milliet: Actually, I learned early on in my career, what I call my technical career. Arlene, I’ve got 41 years in the beauty industry as a stylist, master barber, salon owner, platform artists, educator, and industry consultant, and here’s the story. So I was about three years into my beauty industry career. And like most people, I focus very heavily on my technical skills, whether you’re an electrician, a plumber, a brain surgeon, an attorney, whomever. And during those first three years, because I was so technically focused, I did pretty well. I actually built a business, I had a foundation, had a long clientele, but I noticed that about three years that my numbers, my metrics were beginning to level off. 

I did an evaluation about which is the way to go. I looked at what I was charging, it was in line with the market, the economy was good, the work, the technical work was on purpose, I had literally had people tell me this is the best haircut I’ve ever had in my life. But again, the numbers weren’t moving. I’m going to date myself because I started in the beauty industry in 1976, and three years in 1979, 1980, I saw these numbers level off, so again, I’m going to date myself.  I broke out my cassette tape recorder, most of you haven’t ever seen one of those, I’m sure. What I did for about four weeks, I audio cassette tapes every consultation that I did, and then I would go home at night and I would listen to those consultations with what am I going to call “Listener’s Ears.” I wanted to hear if I was the client, what was I sounding like? I started to pick up the fact that I was using what I’m going to call “Negative Reinforcing Verbiage.” For example, the client would say to me, “Glenn, this is the best haircut I’ve ever had.” And I would say, because I want to pre-book appointments, right? I want to know what my future business is? I would say, “Do you want to book your next appointment?” And the client would say,”No, I’ll call you.”

In a perfect world, a haircut client comes in every five weeks on average. And what I noticed was people were coming in seven weeks, eight weeks, and sometimes, crazy as it would seem, they weren’t calling back at all. In looking at it, I said: “No, there’s something wrong here.” I started to study myself, and then I started to study what I call the greatest speakers on the planet at that time, Zig Ziglar, the Nito Cobain, and I realized it wasn’t the client, it was me.

I transferred the verbiage from saying, “Do you want to book your next appointment?” to making a statement. I said to the client, “Well, this haircut –transitional word –requires a reshaping in five weeks. I’m going to set up your next appointment, but you don’t have to remember it because I’ll send you a text message and email. I might even send you a smoke signal.” 

What I realize was, in the original statement, I was putting the burden of contact to remember on the client. And think about this growing up as a child, many times we were told if you make a mistake, you’re going to be in trouble. So, when a client thinks that they have to remember that they have an appointment and they don’t want to disappoint the technician, they basically say, “No, I’ll call you.” It’s a safe answer. 

In addition, because I have retail and want to sell my retail. I used to say to a client: “Do you want to buy some products?” The answer was, “No.” Of course they don’t want to buy products. Sometimes stylists will say: “Do you want to buy shampoo?” If you’re in a room of a hundred people, I always ask: “Please, raise your hand if you do not have shampoo in your bathtub.” Of course not one hand goes up because everybody has shampoo. I transitioned the verbiage to stop asking do you want to buy products? And I would say to the client: “I’m going to share with you the products you will be working with in order to duplicate the look.” The gel, styling products, hairspray, and shampoo sales immediately went up. 

Also, I noticed at that time was when my pre books were going up and then clients were coming back more frequently, the opportunity to increase retail went up, the opportunity to increase service sales went up, and my referral business went up. Because if a client is in the salon, I have the opportunities request: “Please refer your friends so that they can share the same incredible experience that you had in the salon.” And again, my technical skills, I could basically stop working on those. They had to be great of course, because think about this, we don’t go to a restaurant or get a service done. I mean, if you’re a, let’s say Ruth’s Chris Steak House, you don’t go to Ruth’s Chris Steak House expecting a bad steak, that’s a given. You don’t go to your hairdresser expecting bad hair, I don’t expect a bad massage. The point is, what we do technically is a given, it should be off the chart.

Arlene Gale: Hmm.

Glenn Michael Milliet: However, the inability to communicate with the client, to make the connection is where most businesses fail and never even realize the revenue and sales growth they’re missing.  It’s the ability to communicate successfully because that ability to communicate successfully is the most influential, persuasive, and powerful skill that one has in their business, their sales, their financial, and even their personal relationship.

[bctt tweet=”“What we do technically is a given… You got to have that. It’s the ability to communicate successfully- because that ability to communicate successfully is the most influential, persuasive and powerful skill that one has in their business.” –Glenn Michael Milliet” username=””]

Arlene Gale: Absolutely. If I’m understanding what you said, you’re reframing and you’re not asking clients questions, you’re making statements. You’re basically removing the opportunity for your client to say: “No.”  Is that correct?

Glenn Michael Milliet: That is correct. What I’m doing is, let’s just say if I were a doctor or stylist, it doesn’t make a difference. I’m quite good at my skill, I’m quite good at the work I do, and I know the client wants to use my services. However, how I verbalize that service is crucial. And you said it earlier  in the opening, I want to share this because to me this is the most important part of communication: Communication is not a monologue, it is a dialogue. As you said, it requires both speaking and listening skills, and I want to qualify this, when I’m working or when I meet someone for the first time, think about this, you’ve been at a networking event. Somebody comes up to you and they basically want to sell you what they do, right?

[bctt tweet=”“Communication is not a monologue, it is a dialogue.” –Glenn Michael Milliet” username=””]

Arlene Gale: Right.

Glenn Michael Milliet: Don’t do that. Whenever I meet someone for the first time, if they walk up to me or should I walk up to them, I always say this: “So, tell me about you. Who are you? What do you do?” And they begin to tell me everything about themselves. Now being quite skilled in the communication skills, I immediately put on my listening ears. See, the first time I speak it is to ask a question, it is not to tell anyone about me, it is not to get them to buy my product or my service, it is strictly to open a dialogue. So let’s go back to the salon. Let’s say this, I have a new client coming in today and that we’ll call them miss Mary, and this Mary is on the appointment book for haircut, new client haircut. Now Arlene, here’s a bet, I mean a bet like a Las Vegas bet, I can make this bet 100% of the time, and I win it 100% of the time. Would you like to know what that bet is?

Arlene Gale: Absolutely. Then we’re going to go to Vegas, come on–

Glenn Michael Milliet: Yeah. I’m good for that. Here’s the bet, I bet that every time I get a new client, someone else lost a client. Now, now let’s talk about that. Why did they lose the client? And most of the time it’s not because of technical skills, it’s because they allowed the relationship to die. So you think about this, the first time you went to a business, a hair salon, whatever, and they treated you like gold, oh my God, everything is perfect. Here’s our smock, here’s our good salon, here’s the changing room, let me give you a tour, would you like a cup of coffee? Let me demonstrate and everything’s great. But about the fourth and fifth time you walk in they say: “Here’s your smock, slip it on. I’ve already got your color mix, let’s get going.”

Arlene Gale: Hmm.

Glenn Michael Milliet: But I thought you love me. And what happens is they let the relationship die. So let’s go back to miss Mary, certainly I want to offer my services, but miss Mary doesn’t know what all I do, and I’m not here to sell. And I want to repeat this, I do not sell, I communicate successfully. When one can communicate successfully, there is no need to sell because you are having a dialogue with the client. So here is what I’m going to call the billion and that is B, the billion dollar question that put seven digit numbers into the bank account. This Mary sits in the chair and I make this statement, Miss Mary, I know that you’re down for a haircut today, transition word, however, if you could change anything about your hair, texture, density, length, thickness, color, the integrity of the ends, do you find your hair gets frizzy on humid days? Basically Miss Mary, if you could change anything about your hair, what would you change? What is it that drives you the most crazy when you wake up in the morning? And this Mary will then proceed to tell me I don’t care for my color, my hair gets frizzy in humid weather, the ends are dry and griddle, I can’t style it the way you style it. So she has just shared for opportunities for me to be the solution provider. Because then my next statement would be, so Miss Mary, what if I could tell you that there’s a service I could do where I could make your hair 100% humidity resistant up to six months and there’s no harsh chemicals involved? Is that something you would be interested in? And of course she says, yes. So you understand that at no point that I say, do you want to buy, I want to push this. The key, and here’s the point of the statement and I would like your listeners to think about this. Are you in business to sell what you want to sell? Or are you in business to sell what your client wants to buy? Trust me when I tell you it’s what they want to buy. When you know the pain point, the challenge, the trigger that’s not delivering the emotion of personal happiness to the client. You simply plug in the solutions from your service or product menu, and your client purchases the emotion of happiness and things that you own the world, you’re it. And each time the client comes into the salon or the business, you asked that same question and now I might change it around and say, Miss Mary, I know you’ve been very happy with your hair, however, since the last haircut, is there anything about your hair that you would change? And she might say, no, I think I’d like to top a little short, well, you know my hair feels a little dry. And then I go right back to filling, to prescription, to deliver the emotion of happiness.

[bctt tweet=” “When one can communicate successfully, there’s no need to sell.” –Glenn Michael Milliet” username=””]

Arlene Gale: And that’s such a valuable point. We’re going to talk more with Glenn in just a moment. We’re going to take a short break, but I want to talk when we come back a little bit more about the difference between making that emotional connection and being a solution provider as opposed to being a salesperson. So take a quick break and come back in just a few seconds with Glenn Michael Milliet.

Welcome back everybody, and today’s guest is Glenn Michael Milliet, he’s The Business Communication Expert. And before the break he touched on something that I think is extremely important because I keep saying to people, I get in front of that I talk to: “Don’t be one of those people. It’s not about sell, sell, sell, sell, sell, sell, sell.” That annoys the Heebie-jeebies not only out of me, and that’s a technical term Heebie-jeebies, do you get that Glenn, you may borrow that one.

Glenn Michael Milliet: Thank you so much Arlene, that moved up to the top of my list.

Arlene Gale: But it annoys the Heebie-jeebies out of me. When I shake hands with somebody and it’s the first meeting, they don’t know anything about me and what I do and they just want to sell, sell, sell, sell, sell. It’s as if, if I don’t buy something from them at that particular time and in that place in time that they will just die. You know, they will cease to exist because I didn’t pick up what they were selling. Talk a little bit more about being a solution provider and the value of making that emotional connection when you’re communicating, when that’s the priority over just selling.

Glenn Michael Milliet: Sure. I’m going to give you a statement. Selling, which is what we all do, and I have no challenge with the word selling. I have people who tell me all the time: “I don’t like to sell.” And I’ll look at them square in the face and ask: “Do you like to eat?” Because if you’re not selling, you’re not eating.

Arlene Gale: Ehm.

[bctt tweet=”“Selling is the transfer of emotion… And the emotion we transfer to when we spend money and our time is our own perception of what is going to make ‘me’ happy.” –Glenn Michael Milliet” username=””]

Glenn Michael Milliet: So here’s the point. Number one, every situation is a selling situation. Even when your listeners woke up this morning and their subconscious mind sold them on what shoes they were going to wear today, our head voice is constantly talking to us about what’s gonna make us happy. Whether we’re going to go to lunch with a girlfriend, whether we’re going to get gas in the car, and every thought that we have, we are constantly selling ourselves on what’s going to make me happy by the end of the day. So here’s my statement. Selling is the transfer of emotion. I want to repeat that. Selling is the transfer of emotion, and the emotion we transferred to when we spend money and our time is our own perception of what is going to make me happy. So think about this Arlene, who’s happier, the Ferrari owner? Or the Lamborghini? Well, both, when they get what they believe will make them happy. If the Ferrari owner has a Lamborghini, he may like it, but he goes, but I really want the Ferrari. You see how crazy that is?

[bctt tweet=” “Every situation is a selling situation.” –Glenn Michael Milliet” username=””]

Arlene Gale: Yeah.

Glenn Michael Milliet: So when you understand based on your discovery questions, what the client is not happy about, you simply plug in your product or service, and or service as the solution which will deliver to them their perception of what makes me happy. It is so simple and it removes the entire, I need to sell out of the equation. And I want to share a quick story with you because I use this often times when I’m speaking, people all the times tell me: “I hate to sell, I hate to sell, I don’t like to sell.”

Arlene Gale: Ehm.

Glenn Michael Milliet: And when one looks up the definition of “to sell” in the dictionary, it actually says “to give”, and I’ll repeat that, to sell means to give. Now basically what we do, we give the listener information, which they process in their brain, and the brain says: “Ooh, that would make me happy.” Now here’s the point I want to make about this. When people say, I hate to sell, I want you to think about this. Let’s say, think of your best friend, and I’ll ask your listeners. Hey listeners, think about your best friend you find out through discovery questions, cause her birthday or his birthday’s coming up, what’s the one thing that they, when they open the box, they’re going to say, it’s just what I’ve always wanted. So now it’s two weeks before the party, you’ve ordered the product, it shows up at your house, you’re so excited, you wrap it into the best paper, you put the beautiful bow on it. Well now it’s the day of the party and you put the box on the car seat next to you, you’re driving to the party, you are so excited, right? You’re so excited, in fact, the box has a personality. You’re even talking to the box, and my God, she’s going to love this. I can’t wait till she opens you up. So you bring the box to the door, she answers the door. Now it’s time for all the gifts to be open and your box is moving down the line. She opens the box at the party and she says: “It’s just what I’ve always wanted.” So here’s my question. How do you feel? You feel freaking incredible, but wait a minute, there was no selling involved. You did discovery, you found the pain point, you purchased the solution, you delivered it and no one’s unhappy. You’re happy, she’s happy, and that is exactly how selling should work when it’s done in a communication mode.

Arlene Gale: Wow, you make it sound so easy. So why is it that so many people have so much trouble with that kind of transition in a professional environment?

Glenn Michael Milliet: Success is easy with powerful communication. I wanna repeat that. Success is easy with powerful communication. Here’s the challenge, and I’ll use myself as an example. Love my mom and dad, however, I grew up in their house and when I was a kid I was trained to speak like my family, and my friends, and my peers. Now it is a statistical fact based on research in the subconscious mind, from birth to age seven, you are who you’re going to be. The Jesuits used to say: “Give us the child at birth, we will give you the adult by age seven or eight.” Which means like a computer, you bought a new computer and then you start loading programs on it. Well, if those programs have a corruption, it’s stays in there till you clear it out, and then it’s the same thing with online. Now I am from new Orleans and I can tell you, here’s a funny statistic. New Orleans is the 2nd city in the United States with the strongest Brooklyn accent.

[bctt tweet=”“Success is easy with powerful communication.” –Glenn Michael Milliet” username=””]

Arlene Gale: Oh, gosh.

Glenn Michael Milliet: It’s a whole story. Yeah, I know you’d think [inaudible] but we don’t, and we don’t talk Cajun either, “see I want to tell you right now (with accent),” and I could do that all day.

Arlene Gale: Ah? (laughs).

Glenn Michael Milliet: I grew up in an environment where we spoke like we were from Brooklyn and as a result I had to change how I spoke in order to communicate better with my listeners. Because I speak all over the world and I must make sure that I am articulate, I am specific, and I deliver a message with clarity and understanding. 

This is big listeners understand this, you speak words, but the listener perceives an image. I’m gonna say it again, you speak words, but the listener perceives an image. In the conversation and communication, it’s important to periodically check back to make sure the listener is still traveling with you. You want to ask certain questions like, how does that sound to you? What do you think happens next? Doesn’t this sound like something would benefit your income, your business? Because if the listener isn’t with you, it’s just Charlie Brown, wa wa, wa, wa, wa. wa.

[bctt tweet=”“You speak words, but the listener receives an image. And in the conversation and communication, it is important that you periodically check back to make sure that the listener is still traveling with you.” –Glenn Michael Milliet” username=””]

Arlene Gale: Yes.

[bctt tweet=”“Listen, first; speak, second.” –Glenn Michael Milliet” username=””]

Glenn Michael Milliet: And that’s the key when we go to networking events, everybody wants to talk, no one wants to listen. And your listening skills or dominant, and this is the power of listening. Ask yourself this question when it comes to listening skills and conversation, do people cancel appointments with you in order to have a conversation with someone else? Do you understand that the value of this conversation is what gets you the opportunity for the next conversation? One must use words that excite, invite, unite people to take action. Words are so powerful. Words have the ability to strike like the fist of a fighter, or to stroke like the hand of a lover. We have to use words that are magnetic and incredible. Somewhere along the lines, I picked up the word incredible, and now it’s become a tagline for me. Oftentimes, I even finished my letters when I sign off with be incredible Glenn Michael Milliet: Business Communication Expert, PS, please don’t keep me a secret. Anyway, that’s how I roll, that is the power of communication, successful communication. And think about this listeners, it is a super glue that holds everything together. We have the ability with technology today to send a message to the other side of the globe in less than three seconds, yet we struggle to deliver that same message across a three foot table. Be it the boardroom table or the kitchen table, right? So yeah, we go in, we want to say, I want somebody to listen to me, I want somebody to hear me, I want that, no, no, no, no, no, listen first, speak second. Listen first, speak second, it is a statistical fact that attorneys that speak second win more cases because they leave the indelible edge in the listener’s mind because they spoke last.

[bctt tweet=”“Words are so powerful. Words have the ability to strike like the fist of a fighter or to stroke like the hand of a lover. So we have to use words that are magnetic and incredible.” –Glenn Michael Milliet” username=””]

Arlene Gale: Wow. Well, there’s so much more we could talk about Glenn. We’re just going to have to have you back.

Glenn Michael Milliet: Yeah.

Arlene Gale: It’s such valuable information. But I want to put you on the hot seat as we’re trying to wrap all of this up. I’m going ask you some rapid fire questions, so are you ready?

Glenn Michael Milliet: Oh, we’re going to find out, let’s go.

Arlene Gale: (laughs) Ready or not, here it comes. What is a mindset that has hindered you from making progress in your business?

Glenn Michael Milliet: I think that the mindset I had is what everyone else has, which is you think because you spoke, you communicated. I used to think if I spoke well, how was that not communication. Communication is making sure you made the connection, the definition and the purpose of communication is to connect. If you’ve not connected, nothing’s going to happen.

[bctt tweet=”“The definition and the purpose of communication is to connect; if you’ve not connected, nothing’s going to happen.” –Glenn Michael Milliet” username=””]

Arlene Gale: I would add to that: Connection is not an assumption, it’s something that  is verifiable as a fact.

[bctt tweet=”“Connection is not an assumption. It’s something that you can verify as a fact.” –Arlene Gale” username=””]

Glenn Michael Milliet: Oh yes. I know within three minutes when I’m speaking to someone, if they’re on board and we’re driving down the road together.

Arlene Gale: Absolutely. The next question is, what is a mindset that has really helped you progress in your business?

Glenn Michael Milliet: The mindset that’s helped me to progress in my business is to make sure I put everyone else before me. I’ve made this statement many times that it is more important to be significant than it is to be successful. Successful is what one does for themselves. Significance is what you do for everyone else. Success is an event. Significance is a lifestyle. When you put other people first, help them achieve their emotion of happiness through powerful communication, OMG, the world becomes your oyster, it is amazing what comes back to you. I’ve had the time where I’ve done some things to help people and there’s been no immediate gratification, and then a year later, someone calls me up and says: “Hey, I’ve got someone that needs your skills.” And it turns out to be a huge speaking engagement for me, it turns out that the other CEO of a company, they brought a new sales team, they bring me in to work with them, it’s like, always put people first, don’t work for the money. And I’m going to stress this folks, don’t work for the money, work for the results. Put people first, the money will come, I guarantee, because if you don’t do that or when you don’t do that, you are selling from fear. You know what I mean by that is don’t sell from desperation, I’ve gotta make a sale, I gotta make a sale, I gotta make a sale, no, don’t do that. It’s putting money in the bank, it’s a compound effect. The more you put out, the more you give back. It doesn’t happen overnight. It’s a little everyday. 

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Arlene Gale: Thank you, Glenn for being here today. Glenn Michael Milliet, will you please tell my listeners how they can connect with you on social media and your websites, and if you have any kind of free offer you’d like to extend to them?

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Glenn Michael Milliet: Oh, absolutely. Hey look guys, the best way to get in touch with me is just send me an email which would be Glen, G-L-E-N-N, @business B-U-S-I-N-E-S-S, communication C-O-M-M-U-N-I-C-A-T-I-O-N, expert E-X-P-E-R-T.C-O-M, again, glen@businesscommunication.com. Hey, and I’m going to make this like super simple, my phone number is (504) 250-3969, again, that is (504) 250-3969. And here’s my offer, you send me an email, I will hook up with you and I will give you a risk-free complimentary, no obligation, 20 minute consulting call to evaluate you where you are, communication skills, we’ll talk about your business, whatever you want to talk about to help you become more successful. Remember this, it’s not your product or service that’s going to make your money, it’s your ability to communicate and connect with that client.

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Arlene Gale: And with that, we’re going to say thank you very much and best wishes to you, Glenn Michael Milliet: The Business Communication Expert, and I will invite all of you to join me again next week for the next expert that is going to help you overcome myths and misconceptions to move you towards mastery.

Remember to not let the world dictate your story. You get to choose how you write it everyday!